While the internet would have you believe that cold calling is ineffective, the phone is still a viable option for getting new business. Any entrepreneur trying gain traction for their venture cannot rely on inbound marketing and sales alone. You need to be doing outbound prospecting and getting in front of your customers before they find out about your competitors.
While I agree cold calling isn't what it used to be, every entrepreneur should learn the phone skills necessary for your business to thrive.
Keep it short and to the point
Have an air of mystery
Don't expect a call back—
voicemail acts as another way
for the prospect to know who
you are and get in their
subconscious so when they
do finally get around to the
email you also sent your
name has some familiarity
“Hi [Name], reason I’m calling is to discuss how
we helped [your value prop] for [Customer] and
[Customer] and others in [prospect’s vertical].
My name is [Your Name] from [Company] and
my phone number is xxx-xxx-xxxx. Again, that's
xxx-xxx-xxxx. Thanks [Name]"
Don't take it personally
Best way to avoid rejection is
to avoid being the type of
person you would say no to
Once again, don’t be a pest
Record yourself or call your voicemail
and listen to your own pitch... would you
hang up on you?
Pay attention to your voice—does your
"sales" voice sound different than your
regular speaking voice
You're going for a conversational tone—
just as if your sitting next to a stranger in
an airport bar who asks "what do you
Phone calls should be only part of multi-channel follow up
Use emails, phone calls and social to create a follow-up
How's your LinkedIn proﬁle? If you are looking at a
prospect's proﬁle there's a very good chance they are
going to look at yours. Make sure you are presenting the
right message—and make sure your proﬁle isn't hidden.
Track your "touches" with either sales automation software
or Excel and analyze what works and what doesn't
1-2 punch, VM followed by an email
Always have a CTA, make it easy for your prospect to do
what you want them to
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